Integrating buyer knowledge in suppliers’ new product development project
(English)Manuscript (preprint) (Other academic)
In collaborative buyer-supplier collaboration, suppliers do not only contribute with their knowledge to their customers’ product development process, but they also benefit themselves from a systematic knowledge exchange with buyers. This paper examines knowledge integration processes that take place between suppliers and their buyers, with a specific focus on how suppliers integrate the knowledge of their buyers in their new product development processes. Four relationships with buyers in four new product developments at two large international suppliers are studied. The findings indicate that two drivers of knowledge integration approaches with buyers are important: (1) the locus of initiative of the new product development effort and (2) the buyer’s technical knowledge. Three situation of knowledge integration with buyers are determined differing in timing of knowledge integration and content of knowledge that is integrated in the supplier’s product development process. The paper’s main managerial implication is related to the need to differentiate knowledge integration approaches from project to project.
Buyer-supplier relationships; knowledge integration; new product development; buyer’s technical knowledge; locus of initiative
Engineering and Technology
IdentifiersURN: urn:nbn:se:liu:diva-106330OAI: oai:DiVA.org:liu-106330DiVA: diva2:715488